Practical Strategies for MSLs, Aspiring MSLs, and Medical Affairs Leaders

By Sarah Snyder and Patrina Pellett

Pre-congress and post-congress meetings can feel like punishment. Imagine being locked in a room, trudging line by line through abstract summaries that could have been pulled straight from the Congress website. It’s tedious, it’s repetitive, and worst of all, ...

Updated April 2026 | Originally published March 2025

By Sarah Snyder

The Problem: MSL Training Is Stuck in the Past 

Picture this: A new MSL sits at their desk, surrounded by stacks of scientific articles and slide decks, diligently highlighting and taking notes. This has been the standard tra...

By Patrina Pellett & Sarah Snyder

In our KOL Access program, we talk about access a lot (obviously). But one theme comes up over and over again:

No one knows more about what’s going on in a territory than the sales rep.

We’ve lost count of how many MSLs have told us:

“She knows everything in ...

By Patrina Pellett, PhD 

Emily had just passed her field certification test and officially became an MSL as an MSL. Her manager handed her a KOL list, shared a few high-level expectations, and sent her into the field to start “building relationships.”

She did what most new MSLs do. She worked t...

By Sarah Snyder

You’re halfway through the paper and already tired.

You’ve highlighted half the page.
You’ve reread the methods twice.
You think you understand the statistics.

But if someone asked you right now:
“So… what does this actually mean?”

You’d hesitate.

Not because you’re unqualified.
Not...

By Patrina Pellett, PhD (Follow me on LinkedIn)

If you’re a new MSL, let me guess what your first year feels like:

A mix of excitement… panic… imposter syndrome… and a whole lot of Googling things you didn’t even know existed 6 months ago.

We know because we train new MSLs every single we. An...

By Patrina Pellett & Sarah Snyder

When Patrina entered Medical Affairs 7 years ago, everyone was obsessed with “showing value.” It was the hot topic. The thing on everyone’s mind. 

She even has an entire blog dedicated to tools and resources to help Medical Affairs show value. And guess what? S...

By Sarah Snyder & Patrina Pellett

Let’s talk about the thief that sneaks into almost every MSL’s head and destroys confidence.

Comparison.

You scroll LinkedIn and see another MSL posting about a new role, a podium presentation, or a major KOL connection. You tell yourself you’re happy for them...

By Patrina Pellett & Sarah Snyder 

In Medical Affairs, there’s a hidden money pit no one talks about. 

Leaders spend millions every year on slide decks, medical communications vendors, polished value stories, and perfectly animated MOAs. The assumption? Better decks equal better engagement. 

B...

By Sarah Snyder & Patrina Pellett

“What is an MSL salary?” It was 2:17 a.m. when Tina finally typed that exact question into Google.

She’d been a clinical pharmacist for 8 years, working holidays, taking extra shifts and watching colleagues leap into pharmaceutical roles while she stayed in the...

By Patrina Pellett, PhD

We've all experienced this person in training:

→ Combative from the first moment
→ Shooting down every exercise
→ Challenging every suggestion
→ Insisting, “We did this better at my last company.”

I bring a lot of energy to every training I deliver, but even I start to feel i...

By Sarah Snyder

Two MSLs walk into the same office.

Same clinical trial. Same slide deck. Same level of scientific knowledge.

One walks out with a quick “Thanks, we’ll let you know.”

The other walks out with a deeper relationship, shared insights, and a clear next step.

The difference isn’t the sc...